Managed services

DidiSynix is one of the largest security distributors in the Canadian marketplace, and privileged access management is increasingly the entry point for larger managed security engagements.

Consolidating password management, DNS filtering, and SASE alongside it in one distribution relationship lowers the friction for quoting and renewing those components together, which is the kind of bundling that MSPs are being pushed towards as clients flatten their vendor lists.

RSA has launched RSA Agent ID, a platform for securing and governing AI agents with an initial focus on highly regulated industries.

Announced Tuesday, the platform's designed to discover AI agents operating on a network, register them, control what they can access, and generate the audit trails that regulated organizations need to prove what their agents did and why.

The timing is notable, because this is the week the channel spent talking about exactly this problem.

Okta has rebuilt its partner program around AI agent security and services-led delivery, and vendors across the board are racing to define who governs non-human identities.

For MSPs with clients in financial services, healthcare, or public sector, the question is coming regardless of which vendor wins.

When a client deploys agents that move money, touch data, or draft procurement decisions, someone has to be accountable for what those agents can access, and increasingly, that someone is the MSP.

Which is lost emails.

Uh, actually I'm very excited to be in MSP Summit, uh, because, uh, earlier I was running an, uh, value-added reseller distribution and MSP, uh, business back in Dubai, so, uh, I was missing this industry for six months while building my startup on AI.

So yeah, happy to be here.

What, what made you think about the, this idea of emails that are lost?

So it was, like, maybe millions of dollars? Is that possible?

Um, we are at pre-launch.

We are launching in MSP Summit.

Uh, we recovered $200 million so far.

And then there was, of course, break-fix, uh, with retail stores, and then the MSP, when that acronym became coined, I was one of the first in the industry to be an MSP.

Uh, Channel Partners actually tapped me as an advisory board member for five years in order to help write the content for these shows to bring MSPs, uh, into Channel Partners shows, because they were primarily telecom.

So I've lived what it is to be an MSP, and I understand how their customers think and what their needs are, and I've, I've stayed very focused on, on that business type.

Uh, and I bring new and fresh ideas, ways to get things done, and, and how to help them grow their business.

Well, the big message is this.

I mean, AI is everywhere, right? And some people will say, "I don't wanna hear AI anymore," but you have to, right? It's there, it, it...

You need to master it, um, and, and MSPs need to master it from a couple different perspectives.

One, everything that you've known and used in the past is now being leapfrogged by an AI version of what you've used.

The answer is in the title of this podcast.

I'm talking about MSPs, of course.

MSPs have to embrace this gap of talent and this gap of functionality and service capability that currently exists in not just the United States, but all over the world.

I'm talking every every major country in the world.

who wants to become better and more cyber hygienic, more safe, more cyber resilient, that is going to require some serious work.

Now, I want to be very clear up front.

I am not advocating.

I am not, he said, advocating for MSPs to take on the legal ownership of what would otherwise become an internal chief executive type of role within an entity, right? An MSP cannot take legal ownership of a customer's internal governance, right? They can help advise them.

Um, that's, so that's, that's the individual level.

It sounds like the sales services, that kind of split is, is there any, any split or recognition of split for reseller versus managed services type partner versus folks who influence a deal, but don't necessarily take paper themselves?

Yeah, so we have a referral track across all three.

So if a partner wants to just refer a deal in, they could actually even be a sales partner and just send in the referral if they don't want to paper it.

Additionally, We're able to create more of a robust organization for you where you, in effect, get the benefit of people in two different offices, maybe more.

But you're also going to cross some cultural bridges where you can actually build your organization on your operational organization, which is lost on many MSPs.

And along with that, you have this broader message here at MSP Summit that, yeah, okay, the technology is becoming a commodity.

You don't need to be a commodity.